For as long as they have existed, there has always been a bit of a rift between sales and marketing departments, causing each to do their job in a silo environment.
Each department has been known for ‘blaming’ the other for the lack of conversions and failure to work together to fix the problem.
As a Business Owner, you’ll be pleased to hear that there are plenty of digital technologies out there which allow us to capture more data and are slowly turning this around.
You can help turn this around quicker by implementing these 5 steps.
CRMs are a great way to provide a more defined and streamlined process whereby marketing is responsible for assisting with generating the leads for the sales team who then are responsible for following up these leads as appropriate.
Each CRM will have its own version and likely a free trial so that you can find the best fit for your business.
Monthly reporting will easily show the sales and marketing teams just how many leads are being provided by the marketers and how many leads are being converted by the sales team. The proof is always in the pudding!
Whether it’s an online dashboard, one you have linked up to a computer in the office, or a simply whiteboard – metrics that are constantly on display encourage each team to pick up their game.
If this isn’t enough, you can always through in some incentives!
Creating regular, short meetings is a good idea so that each department is familiar with what the sales and marketing teams are, as well as opening the communication channels.
Take this a step further with ‘smarketing’ (sales and marketing) team lunch or team building exercise.
Like any sporting team, some combinations of teams work better than others. Try a re-shuffle every couple of months to see if this increases performance.
We wouldn’t recommend doing this too often however, as it can be disruptive to workflow.
Let us know if any of these steps made a difference to your revenue or sales and marketing teams. Or did you have another solution which worked well for your business? We’d love to hear!